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Episode 3: Take my money please!

One of the things that I look for on a daily basis when I interact with other businesses is how they run their sales process and how it makes me feel as a customer   I had an interesting experience this summer that... [...]

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Episode 2: The Challenge/Support Balance

I believe that the path to growth is paved with the right balance of challenge and support  Whether we are talking about an organization or an individual this holds true  Challenge is the catalyst for change  Finding... [...]

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Episode 1: Connecting the Dots

If you have followed me on social media at all you know that I love to share  I love to share my experiences and more importantly I love to share my learning moments  I find that sharing really helps me solidify the... [...]

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Four questions you should ask about your prospect

As sales professionals most of us are, or should be familiar with the term "qualify your prospect"  The question though is what does that really mean in today's environment  There are a lot more things going on today... [...]

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Sell it with a story

[soundcloud url="https://apisoundcloudcom/tracks/165246384" params="auto_play=false&hide_related=false&show_comments=true&show_user=true&show_reposts=false&visual=true" width="100%" height="100" iframe="true" /]Since... [...]

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You have to suck before you succeed

[soundcloud url="https://apisoundcloudcom/tracks/162010475" params="color=ff5500&auto_play=false&hide_related=false&show_comments=true&show_user=true&show_reposts=false" width="100%" height="100"... [...]

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Imagination: How it helped me persuade

Many of us are familiar with visualization techniques in achieving goals  Many of these techniques were popularized by the book "The Secret" published in 2006  Dr Maxwell Maltz wrote about the power of imagination in... [...]

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Want better results? Ask better questions

In a world where we are constantly searching for answers, I was reminded last week at a conference I attended that often times the answer is to question  Huh!  OK, I know It may sound like some goofy new age thought... [...]

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Everybody do the hustle: new business today is easier than ever

If you want to be successful in any sales career there is simply no replacement for good old fashioned hard work  The bottom line is you will need to get up off your comfy chair and hit the streets making connections... [...]

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A Tale of Two Tailors: A lesson in sales

OK, well they're not really tailors  More high end men's clothing retailers but the alliteration in the title sounded better this way ;0)  I really enjoy wearing a nice suit  As a businessman there is nothing more... [...]

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Your most powerful sales tool

[display_podcast]It's funny how we find that some of our most powerful learning moments don't come from hearing something new, but usually from looking at something we already know from a new angle  Last week we had... [...]

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